AI Snips
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Transcript
Episode notes
Personality Links To Scripted Selling
- David observed cold-call salespeople score high on DISC 'I' and 'S'—they rely on scripts.
- Consultative sellers need low 'S' and adaptability to think on their feet during chaotic calls.
Handle RFPs By Redirecting The Process
- When a prospect mentions an RFP, respond: "We don't typically respond to RFPs."
- Pause and use silence or offer an alternative meeting to regain control of the process.
Use A 'Policy' Statement To Politely Decline
- State a boundary as policy: "It's our policy that..." to politely decline requests or gate access.
- Use the policy card to gain leverage and avoid being pressured on price or timeline.